Phase 8: Next Steps

Objective:

This lesson will help you wrap up your discovery call, setting the sale by confirming the Strategy Or Closing call.

Introduction:

One of the fundamental rules of selling is to never finish a sales call without having a confirmed plan for the next call. So planning the next steps is critical for sustained success.

There are really only three possible outcomes you’re going to have from this discovery call…

1. The Prospect Doesn’t Qualify – They’re not a sales lead, keep them in your database and let your outreach team follow up with them in the future
2. The Prospect Does Qualify But No Closing Appointment Scheduled – The prospect does qualify but didn’t want to schedule a Strategy call for whatever reason. Decide on a plan for the next steps over the next 72 hours. (Remember wanting to act NOW is one of your qualifying criteria, so anything longer than 3-5 days should be classed as not qualified and handled accordingly)
3. The Prospect Does Qualify and Appointment Scheduled – Successful outcome, ensure they have the invitation in their calendar and all the relevant information is sent over to them ahead of time.

Wherever possible you want to finish the call with a confirmed appointment time, with 2-5 days into the future being the optimal timeline. Several studies have confirmed that the longer the gap between the initial interaction and the closing appointment, the lower show up rate and sales conversion will be achieved.